Why Intent Signals Are the Future of Business Growth

In today’s fast-paced world of digital marketing, success hinges on being smarter—not just louder. The days of blanket, one-size-fits-all marketing are behind us. At The Orange Box, we believe in working smarter by tapping into intent signals—the goldmine of insights that reveal your prospects’ true buying intentions. And the best part? With tools like HubSpot’s Breeze Intelligence, leveraging these signals has never been easier.

So, what are intent signals, and why are they such a game-changer for businesses looking to grow? Let’s dive into how they can help you target the right prospects, boost sales, and get ahead in 2024.

What Are Intent Signals? 🤔

Simply put, intent signals are behavioral clues. These clues come from your prospects’ online activity, showing you exactly where they are in their buyer journey. When you know what they’re researching, which pages they’re visiting, and when they’ve experienced job changes, you can reach out with timely, personalized messaging that cuts through the noise.

Here are the big three intent signals to keep an eye on:

2. Research Intent: Are they reading industry blogs or attending webinars? This shows they’re gathering information—meaning they could be ready to make a move.

3. Job Change Intent: A job title change might mean your contact has new decision-making power or shifted priorities.

Knowing these signals gives you a front-row seat to their decision-making process, so you can act strategically and close deals faster.

Why Intent Signals Matter for Your Sales and Marketing

It’s all about working smarter and using data to drive decisions. When you can pinpoint who’s ready to buy, you avoid wasting time on cold leads. Instead, you focus your energy where it counts—on prospects who are actively showing interest in your products or services. Here’s why intent signals are reshaping how businesses grow:

1. Hyper-Focused Targeting 🎯

Imagine reaching out to someone who has been browsing your product pages for days or reading up on industry trends you specialize in. With intent signals, that’s exactly what you can do.

For example, let’s say you’re a B2B software company, and you notice a prospect has spent time on your pricing page. That’s a clear indication they’re deep into the buying process. Reaching out with an offer or a personalized demo at this moment could make all the difference in closing the deal.

💡 Pro Tip: Breeze Intelligence from HubSpot automatically surfaces these signals for you—so you can quickly identify and connect with the hottest prospects.

2. Higher Conversions Through Personalization 👤

The power of intent signals lies in the relevance of your outreach. Prospects are far more likely to engage with a message that speaks directly to what they need right now. By using insights like website activity or recent research behavior, you can craft a message that feels tailor-made for them.

Take the example of a job title change. If a prospect recently became the head of IT at a company, your outreach should focus on how your product can help them solve new challenges they’re likely facing in their role. This level of personalization can significantly boost your chances of getting a reply—and ultimately, closing the deal.

3. Streamlined Sales Process 🛒

Intent signals aren’t just about targeting—they also help streamline your entire sales process. When your team knows which leads are actively researching solutions like yours, they can prioritize those leads, shortening the sales cycle and increasing efficiency.

HubSpot’s Breeze Intelligence tool helps sales teams by surfacing high-intent leads without the manual work. Imagine being able to spend less time hunting for the right leads and more time on meaningful, high-quality conversations that drive results.

Leveraging HubSpot’s Breeze Intelligence for Intent-Driven Sales

The future of sales isn’t just about data—it’s about actionable insights. That’s where HubSpot’s Breeze Intelligence comes in. This tool takes the guesswork out of identifying intent signals by providing powerful data enrichment and intelligence features. Here’s how it helps your business leverage intent signals:

1. Automatic Data Enrichment

One of the most common problems businesses face is incomplete or inaccurate data, leading to missed opportunities. According to research, 40% of business objectives fail due to bad data​. Breeze Intelligence fixes that by automatically pulling in enriched data from across the web, giving you a complete, up-to-date view of each prospect.

So, when a lead enters your CRM, Breeze enriches that profile with valuable details—like the company’s size, industry, or recent job changes—so your team has everything they need to approach them strategically.

2. Intent Signal Identification

Breeze Intelligence doesn’t just enrich data—it actively identifies buyer intent signals for you. Whether a prospect is engaging heavily with your content, researching competitor products, or has changed roles, Breeze proactively surfaces these insights. This means your team always knows who’s showing interest and where to focus their efforts.

Imagine you’re a marketing automation provider, and you see that a prospect is not only visiting your website but is also engaging with content around marketing automation tools. That’s your green light to reach out with a relevant solution, knowing the prospect is already exploring options like yours.

3. Seamless Integration with Your CRM

One of the best parts? Breeze Intelligence is fully integrated into HubSpot’s Smart CRM, which means you get these insights in real-time, right where you need them. No need to toggle between tools—just seamless, unified data at your fingertips.

Real-World Example: How Intent Signals Drive Success

Let’s look at how intent signals work in the real world: A B2B tech company noticed a lead had been researching competitor solutions, engaging with their pricing page, and recently downloaded a white paper on automation tools. Recognizing these intent signals, the sales team reached out with a personalized demo offer that directly addressed the lead’s pain points.

The result? The lead converted within a week, cutting the sales cycle by 30%. That’s the power of acting on intent signals—catching your prospects when they’re ready to take action.

The Future Is Intent-Driven

Intent signals are reshaping how businesses grow by giving them the tools to target the right people, at the right time, with the right message. It’s no longer about guessing who’s interested—it’s about knowing. By leveraging tools like Breeze Intelligence, businesses can act on these signals and close deals faster, more efficiently, and with greater confidence.

At The Orange Box, we’re all about helping you grow smarter. So if you’re ready to unlock the power of intent signals and supercharge your sales strategy, let’s talk.

Want to know how intent signals can fuel your growth? Connect with The Orange Box today for a tailored strategy that turns insights into action. Contact us here!