Intent Data
Also known as: buyer intent data, buying signals
Intent data captures signals that an account is researching or in-market for a solution — content consumption, hiring activity, technology changes, or funding events. It helps prioritize which accounts to contact now. Signal-based prioritization turns a flat list into a ranked queue of timely opportunities.
Related concepts
Sales Intelligence
Sales intelligence is the practice of collecting, enriching, and analyzing data about companies and buyers to inform outbound and account-based selling. It combines firmographics, contact data, and buying signals so reps know who to contact, why, and when. Unlike a static database, modern sales intelligence is continuously refreshed and source-attributed.
Ideal Customer Profile (ICP)
An ideal customer profile (ICP) is a description of the company that gets the most value from your product and is most likely to buy — defined by industry, size, revenue, geography, and tech stack. The ICP focuses prospecting and enrichment so you target accounts that fit rather than spraying a broad list.
Technographics
Technographics describe the technologies a company uses — its CRM, marketing stack, hosting, and tools. Detecting an account's tech stack enables precise targeting (e.g., companies using a rival product) and better personalization. It is a high-signal layer on top of firmographics.
Lead Scoring
Lead scoring ranks prospects by how well they fit your ICP and how likely they are to convert, using attributes and signals to assign a score. It focuses rep time on the highest-value leads. AI lead scoring evaluates multiple dimensions — fit, data quality, and activation readiness — to prioritize outreach.
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