Build an Automated Intent Signal Workflow
Wouldn’t it be amazing if your sales team knew exactly which companies were ready to buy?
Here’s the thing: You can.
By leveraging intent signals, you can identify prospects who are actively researching solutions like yours. Instead of cold outreach, you’re reaching out to warm leads already in the market.
Clay makes it simple to automate intent signal sourcing and turn those insights into actionable opportunities.
Here’s how to build a workflow for capturing and acting on intent signals using Clay.
Step 1: Understand Intent Signals
Intent signals are actions or behaviors that suggest a company is exploring a solution in your category.
Examples of intent signals:
- Job postings: Hiring roles like "RevOps Manager" or "Data Analyst" that align with your solution.
- Tech stack changes: Adopting tools that complement or integrate with your product.
- Funding announcements: New budgets often mean new purchasing decisions.
- Content engagement: Reading blogs, attending webinars, or downloading eBooks in your niche.
📌 Pro Tip: Focus on intent signals tied directly to buying triggers in your market.
Step 2: Automate Intent Signal Tracking with Clay
Manually tracking intent signals is impossible at scale. Clay makes it effortless.
Here’s how to set it up:
- Integrate your CRM.some text
- Sync your current accounts and prospects with Clay.
- Define your signal criteria.some text
- Examples:some text
- Companies posting jobs for relevant roles.
- Companies adopting tools like HubSpot or Salesforce.
- Companies recently raising Series A or Series B funding.
- Pull dynamic data from 50+ sources.some text
- Clay automatically monitors real-time data sources for intent signals that match your criteria.
Step 3: Enrich and Segment Accounts
Once Clay identifies intent signals, enrich your account list with actionable data:
- Add verified decision-maker contact info. (e.g., email, LinkedIn profiles)
- Segment accounts by priority.some text
- High priority: Showing multiple intent signals.
- Medium priority: Single intent signal.
- Low priority: No intent signal yet (but worth nurturing).
Step 4: Trigger Outreach Based on Intent Signals
Use the enriched data and intent signals to create hyper-targeted outreach campaigns.
Here’s how:
- High-priority accounts:some text
- Assign to your top sales reps for immediate, personalized outreach.
- Example: “Hey [Name], I saw your team is hiring a [Role]. Many of our customers in [Industry] solve that challenge with [Product]. Would you like to see how?”
- Medium-priority accounts:some text
- Add to automated email sequences using tools like Instantly.ai or Apollo.io.
- Low-priority accounts:some text
- Add to a nurture campaign and monitor for future signals.
📌 Pro Tip: Include references to the specific intent signal in your messaging. It shows prospects you’ve done your homework.
Step 5: Keep Signals Fresh
Intent signals change quickly. That’s why Clay’s automation is key.
Set up workflows to:
- Monitor accounts weekly for new signals (e.g., funding rounds, new job postings).
- Update CRM records with the latest data.
- Trigger alerts for high-value signals, so your team never misses an opportunity.
Why Intent Signals Matter
When you act on intent signals, you’re meeting prospects where they are in their buyer journey. This leads to:
- Faster sales cycles. You’re targeting companies already looking for a solution.
- Higher conversion rates. Warm leads convert better than cold ones.
- Smarter sales prioritization. Your team focuses on accounts with the highest likelihood to buy.
💡 Stat to Note: Sales teams using intent data see a 28% increase in pipeline opportunities (source: Demand Gen Report).
Final Thoughts
Intent signals aren’t just a trend. They’re the future of sales.
With Clay’s intent signals, you can automate the process, focus on the right accounts, and turn warm signals into closed deals.
Don’t let your competitors grab the best opportunities. Build your workflow today and start selling smarter.
Ready to make intent signals work for your team?
Check out Clay and get started: Learn More.
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