Intent-based leads
In short
Intent-based leads are leads sourced or ranked using intent data: signals that a company or person is researching topics related to your product. They replace guessing about timing with evidence of interest.
Unlike a purely firmographic list, an intent-based list starts from behavior. Teams often layer ICP fit on top, so the final list includes only accounts that both match and show interest.
How intent-based leads are built
Pick topics
Choose research topics that match what you sell and the problems it solves.
Pull matching accounts
Use an intent provider or your own web data to find accounts researching those topics.
Filter by fit
Apply ICP filters such as size, industry, and region to drop poor matches.
Find contacts
Add the right roles at each account and enrich with verified contact details.
Intent-based leads in practice
Say a team sells security software. It builds a list of mid-size companies surging on compliance topics, adds security leaders, and sends a sequence about audit preparation.
- Better timing: Reps contact accounts closer to when they are looking.
- Sharper messaging: The research topic tells you what to talk about.
- Smaller, higher-quality lists: Fewer contacts, more relevant outreach.
- Feedback loop: Track which topics lead to meetings and drop weak ones.
Common mistakes
- Skipping fit: Intent from poor-fit companies wastes effort.
- Relying on one provider: Coverage varies. Test and compare against your own results.
- Generic outreach: If your message ignores the topic, the intent advantage disappears.
- Never measuring: Compare conversion of intent-based lists against other lists.
Intent-based leads vs. intent leads
Intent-based leads emphasizes how a list was sourced, usually from external intent data. Intent leads emphasizes individual contacts showing interest, often through your own channels.
Intent-based leads FAQs
What are intent-based leads?
Intent-based leads are prospects chosen or prioritized using intent data, which shows companies researching topics related to your product. They help teams reach buyers closer to when they are actually looking.
How do you generate intent-based leads?
Select topics tied to your product, pull accounts showing research activity on them, filter by ICP fit, then add the right contacts at each account. Finally, tailor outreach to the topic they have been researching.
Are intent-based leads better than cold leads?
They are often more relevant because they show timing, but results depend on data quality and fit. Test intent-based lists against your normal lists and compare meetings booked and pipeline created before changing your strategy.
What is the difference between intent-based leads and intent leads?
Intent-based leads describes leads sourced or ranked through intent data, often external. Intent leads usually means individual contacts who showed interest through behavior like site visits. The terms overlap and are often used interchangeably.
