{"id":10506,"date":"2025-09-14T10:45:13","date_gmt":"2025-09-14T09:45:13","guid":{"rendered":"https:\/\/www.leadforensics.com\/?p=10506"},"modified":"2026-04-30T14:19:30","modified_gmt":"2026-04-30T13:19:30","slug":"how-to-understand-buyer-intent-and-identify-warm-leads","status":"publish","type":"post","link":"https:\/\/www.leadforensics.com\/blog\/warm-calling\/how-to-understand-buyer-intent-and-identify-warm-leads\/","title":{"rendered":"How to Understand Buyer Intent and Identify Warm Leads"},"content":{"rendered":"<p>When you can identify your hidden prospects, and use buyer intent signals to spot who&#8217;s getting ready to buy, you can supercharge your <a href=\"https:\/\/www.leadforensics.com\/\">lead generation<\/a> and enable your sales team to start <a href=\"https:\/\/www.leadforensics.com\/blog\/warm-calling\/what-is-warm-calling-and-how-can-it-transform-your-b2b-sales\/\">warm calling<\/a>.<\/p>\n<h2>What is Buyer Intent?<\/h2>\n<p>Buyer intent describes the motivation of a buyer at their current stage in the sales cycle.<\/p>\n<p>There are many different types of buyer intent:<\/p>\n<ul>\n<li><strong>Informational<\/strong> intent is when a buyer is at the research-gathering stage. They\u2019re looking for as much information as possible before they\u2019re ready to purchase, so they&#8217;re ready to be nurtured with content marketing.<\/li>\n<li><strong>Commercial<\/strong> intent explains when a buyer is considering purchasing a product or service and they\u2019re comparing options, so they\u2019re in the middle of the buying journey. This kind of prospect is ideal for <a href=\"https:\/\/www.leadforensics.com\/blog\/a-complete-guide-to-abm\/\">ABM<\/a>-level targeting.<\/li>\n<li><strong>Investigative<\/strong> intent describes when a buyer is doing a deep dive into the features, benefits and limitations of a product or service. They\u2019re getting closer to purchasing but haven\u2019t been totally sold just yet, so social proof and case studies can be really beneficial at this stage.<\/li>\n<li><strong>Transactional<\/strong> intent relates to the point when a buyer is ready to purchase, and when the lead is ready to be handed off to sales.<\/li>\n<\/ul>\n<h2>Why is Buyer Intent Useful for B2B Sales?<\/h2>\n<p>If you can understand the intent of your prospect and match them to the right stage of the <a href=\"https:\/\/www.leadforensics.com\/blog\/what-is-a-b2b-marketing-and-sales-funnel\/\">B2B sales funnel<\/a>, you can tailor your communication accordingly and have more effective sales conversations.<\/p>\n<p>Buyer intent insights also help you to work out which leads are giving signals that they\u2019re close to being ready to purchase, so you know who to focus on.<\/p>\n<p>In fact, there\u2019s a lot that you can do with buyer intent information:<\/p>\n<ul>\n<li>Time your interactions to align with when a prospect reaches the right stage of the buying journey<\/li>\n<li>Build your relationship with a prospect by sharing the most helpful information at the most valuable moments<\/li>\n<li>Get ahead of your competitors by speaking to prospects just before they reach out to a bunch of suppliers<\/li>\n<li>Reduce your cost per acquisition by pursuing prospects with the highest buying intent<\/li>\n<\/ul>\n<h2>How do you Identify Buyer Intent?<\/h2>\n<p>There are several signals you can review to try and understand buying intent. These include:<\/p>\n<ul>\n<li>Viewing certain pages on your website. If they look at top-of-funnel, broad guides then they\u2019re probably at the informational stage. But if they\u2019ve been looking at your product comparisons, pricing details or FAQs, they\u2019re giving signals that they have commercial or investigative<\/li>\n<li>Engaging with your emails. If they regularly open emails that are targeted towards conversions, showcasing things like case studies, this might hint at a commercial or investigative intent. But if they open sales offers or free trial emails, this could be seen as a sign they\u2019re ready to buy.<\/li>\n<li>Joining webinars. If the topic is something like a live demo or a customer success story, the attendee is signaling high buyer intent. But if they\u2019re joining to learn more about a broader topic in their industry, they may only have informational intent.<\/li>\n<li>Downloading content. Depending on what the content is about, downloading certain white papers or eBooks can signal different types of buyer intent. Buyers at the investigative stage might want to see a detailed breakdown of your features, benefits and limitations, while a commercial intent buyer might want to see examples of how you\u2019ve helped others meet similar goals.<\/li>\n<\/ul>\n<h2>Where Do You Find Buyer Intent data?<\/h2>\n<p>There\u2019s no limit to how much data is out there, but not all of it is useful. It\u2019s worth assessing what data sources you have access to and mapping out where your data gaps lie.<\/p>\n<p>There are three types of data you can use.<\/p>\n<h3>First-party Intent data<\/h3>\n<p>The first place to look for buyer intent data is your own, <a href=\"https:\/\/www.leadforensics.com\/blog\/the-future-is-first-how-to-move-your-organization-towards-first-party-data\/\">first-party data<\/a> sources. These include:<\/p>\n<ul>\n<li>Web analytics tools like GA4. You\u2019ll be able to see what\u2019s happening on your website, but the data is anonymous so there\u2019s no way to know who\u2019s displaying signs of high buyer intent.<\/li>\n<li>Email marketing tools, like Mailchimp or Klavio. You\u2019ll see who\u2019s opening your emails and clicking on links, but this doesn\u2019t give you any insight into users with high buyer intent who haven\u2019t subscribed to your emails.<\/li>\n<li>Social media listening tools, like Brandwatch. You\u2019ll be able to see which social media accounts mention you in a way that suggests high buyer intent, but you may not be able to uncover who\u2019s behind the account.<\/li>\n<li>Customer relationship management (CRM) tools, like HubSpot or Salesforce. You\u2019ll be able to get a more complete view of which buyers are showing high intent, but this only works for people you\u2019re already aware of. If they\u2019re not in your CRM tool, they\u2019re still anonymous and invisible.<\/li>\n<li><a href=\"https:\/\/www.leadforensics.com\/website-visitor-identification\/\">B2B website visitor identification tools<\/a>, like Lead Forensics. You\u2019ll find out which companies are on your website and already displaying high buyer intent.<\/li>\n<\/ul>\n<p>It\u2019s also worth considering how this can be supplemented with data from other sources.<\/p>\n<h3>Second-Party Intent Data<\/h3>\n<p>When another organization collects data that they share with you, it\u2019s called second-party data.<\/p>\n<p>This could be data that\u2019s gathered as part of a direct partnership or data-sharing agreement. For example, you could send an email to their subscriber list or present during a webinar they host.<\/p>\n<p>This kind of second-party data often means the prospects have had some interaction with your brand before, which qualifies them as a warm lead. And because it comes from a source that has a connection to your business, the data is more likely to be accurate and relevant.<\/p>\n<h3>Third-Party Intent Data<\/h3>\n<p>If you still need more data, you can turn to third-party sources. The kind of information you can get includes:<\/p>\n<ul>\n<li>Review site activity, which tells you when someone has been reading reviews of your products \u2013 or your competitors.<\/li>\n<li>Firmographic data, which details things like company size, location, industry and revenue.<\/li>\n<li>Technographic data, which outlines the technologies used by companies.<\/li>\n<li>Search behavior, which uncovers the terms people type into search engines when they\u2019re looking for something.<\/li>\n<\/ul>\n<h2>How Do I Find Warm Leads from Buyer Intent Data?<\/h2>\n<p>The most important thing to remember is that a warm lead is a prospect who has already had some interaction with your company. Therefore, the only types of data that are suitable for warm calling are those which show some kind of connection to your brand \u2013 otherwise you\u2019d be moving into the world of <a href=\"https:\/\/www.google.com\/url?sa=t&amp;rct=j&amp;q=&amp;esrc=s&amp;source=web&amp;cd=&amp;cad=rja&amp;uact=8&amp;ved=2ahUKEwjnlMqNlu6MAxX7S0EAHV6PAGgQFnoECBkQAQ&amp;url=https%3A%2F%2Fwww.leadforensics.com%2Fblog%2Fcold-calling-in-b2b-the-ultimate-guide%2F&amp;usg=AOvVaw0AOZXX9XDhCdkeoM2fenRt&amp;opi=89978449\">cold calling<\/a>.<\/p>\n<p>First-party data will give you warm leads because the data is gathered from prospects who have directly engaged with you. But if you\u2019ve partnered with another organization to put your brand in front of their audience, those leads can also be considered warm.<\/p>\n<p>The challenge comes with third-party data. Some types of data, like firmographic and technographic, don\u2019t show any connection with your brand. Although the prospects might fit your <a href=\"https:\/\/www.leadforensics.com\/blog\/marketing\/icp-how-to-define-use-ideal-customer-profiles\/\">ideal client profile (ICP)<\/a>, you have no way of knowing if they\u2019ve heard of you before, so they would be treated as a cold lead.<\/p>\n<p>Other data, like insights into which companies are reading customer verdicts on review platforms, would be considered warm leads because they\u2019re looking at your business\u2019 profile.<\/p>\n<h2>How to Use Buyer Intent Insights for More B2B Sales<\/h2>\n<p>There\u2019s a wealth of data at your fingertips that you can leverage for more effective conversations.<\/p>\n<p>Some of the most impactful ways you can use buyer intent data include:<\/p>\n<ul>\n<li>Tailor your content to their buying stage. If a prospect displays high buyer intent signals, you should match their motivation by sharing things like comprehensive product specifications, comparison charts, customer success stories and live demos or free trials.<\/li>\n<li>Pick the perfect time to reach out. Use buyer intent signals to see when someone is considering their options and give them a call to make sure you\u2019re front-of-mind.<\/li>\n<li>Focus your warm calling on leads that display high buyer intent. Make sure your sales team is laser-focused on the prospects who probably want to hear from you because they\u2019re ready to choose their solution.<\/li>\n<\/ul>\n<h2>Get Alerts When Someone Shows High Buyer Intent<\/h2>\n<p>Did you know that with Lead Forensics, you can get alerts when a prospect visits your website or views specific pages? This kind of insight can help you qualify the lead, share more context with the sales team for personalized warm calling follow-up, and fill your pipeline with quality MQLs.<\/p>\n<p>Not already using Lead Forensics? <a href=\"https:\/\/leadforensics-23462658.hs-sites.com\/book-a-demo-0-offer?__hstc=175426365.4a96f3c059361f6ce2c5c397e9f610cf.1753714174836.1757940143493.1757947406138.86&amp;__hssc=175426365.16.1757947406138&amp;__hsfp=124996836&amp;_gl=1*6gqtjs*_ga*MjA5MDQzNjg5Ni4xNzUzNzE0MTU5*_ga_M827Q9YV22*czE3NTc5NDc0MDQkbzg2JGcxJHQxNzU3OTUwMDc1JGo1MSRsMCRoMA..\">Book a demo to see how many high buyer intent leads you can find.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Most of your high-intent buyers never fill out a form. If you\u2019re relying only on lead capture and CRM data, you\u2019re missing the vast majority of the buying signals your marketing is generating and overlooking warm leads that are more likely to convert. <\/p>\n","protected":false},"author":25,"featured_media":10507,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","inline_featured_image":false,"footnotes":""},"categories":[85],"tags":[],"post_authors":[80],"class_list":["post-10506","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-warm-calling"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to Understand Buyer Intent &amp; Find Warm Leads - Lead Forensics<\/title>\n<meta name=\"description\" content=\"How do you understand buyer intent, and how can you start warm calling if you don\u2019t have any warm leads? 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