Spoiler Alert: There Is No Perfect Sales Signal

"Jackpot, we have high intent!"

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Chances are, you don't.

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• Did someone click a paid ad?
• A prospect posted on social media about a problem you solve
• A company searched a keyword
• The cold email open rate is up
• Someone visits your pricing page  

These individual actions are not buying intent. Prospects are not ready to book a meeting after a minor interaction.

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One signal is not intent, yet we all jump at the chance to enroll a prospect in a campaign with the same call to action—Book A Meeting!

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"94% of B2B buyers will research a solution online before finalizing the path they want to pursue."

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Prospects want to be educated. Teach them about your solution, ask them questions, and see if they're ready to qualify you.

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So what is intent?

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At Vector, we encourage our customers to follow a strategy we call Signal-Based Intent, or a complication of signals giving you the entire picture. Our most successful customers measure true intent based on the full range of activities that their prospects engage in.

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This is why individual-level activity is more impactful than what current intent providers produce. They only display what a company is interested in, leaving you uncertain who to contact.

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Resist the temptation to immediately push a prospect to decide just because they completed a small task. It's similar to a car salesman who insists that you come into the office to "discuss numbers" when all you really wanted was to look at a vehicle's interior.

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