What actions can I take based on whether a lead has low, average, or high intent?

Modified on Thu, 14 Aug, 2025 at 4:54 AM

You know where a lead sits on the Buyer Intent Score, now what?

Here’s how we recommend taking action based on whether a lead falls into the low, average, or high-intent category, so you can maximise your efforts and ROI.

High-Intent Leads

These leads are actively engaging, showing strong buying signals, and close to converting.

What we recommend:

Route to Sales: Pass lead details directly to Business Development Reps (BDRs) or Pre-Sales teams for immediate review and qualifying of the lead by assessing needs, budget, timeline, and decision-making authority.
Personalised Outreach: Use direct 1-1 communication, such as phone calls, tailored emails, or video messages, to build rapport and understand/address specific pain points.
Accelerate the Sale: Share relevant pricing, case studies, and solution overviews to help them decide and convert faster.
Top rate your high-intent lead (and save to favourites): In SLI, mark leads with high-intent with a high rating and add them to your favourites to track leads close to converting with more precision.
Flag in CRM: Ensure they’re marked as high-priority in your CRM and monitored closely through the pipeline.

Average-Intent Leads

These leads have shown some interest, but haven’t made direct contact and need further nurturing to become sales-ready.

What we recommend:

Targeted Marketing Campaigns: Engage them with content aligned to their needs, such as industry insights, use cases, or success stories, as well as invitations to exclusive events or workshops.
Nurture with Value: Share educational and trust-building content - think blog posts, videos, or newsletters. Keep the tone informative, not sales-heavy.
Segment Strategically: Group leads by role, industry, or behaviour to send more relevant content.
Use Retargeting: Keep your company top-of-mind with retargeting ads as they continue their research journey.

Low-Intent Leads

These leads have shown minimal or previous engagement, but aren’t ready for outreach yet.

What we recommend:

Always-On Nurturing: Add them to automated, long-term flows that provide light, value-driven content over time.
Brand Awareness Campaigns: Run broader campaigns (social, display, email) to increase familiarity and gently re-engage interest.
Monitor for Activity Spikes: Track their behaviour. If they start engaging more (e.g. attending events or viewing pages), consider shifting outreach to average-intent.