Hi everybody, is anyone actually using any buyer intent tools for their outbound to increase your meetings booking rate? I understand we’ve got the tools part figured out (6sense, Cognism, bombora, etc.), but I’m curious if anyone has found a tool they swear by for signals with most accuracy, increasing their book rates? Anyone have a recommendation yet? Let's chat!
First party intent > third party intent. I haven't seen any org that has been successful using third party intent to help prospecting. Hope someone proves me wrong here!
Hi Saphi M. - would you mind clarifying the industry and the type of signals you’re after. I totally get that you go for the big providers like 6sense, demand base because they’ve been around for ever and are the (very costly tools) most mid to larger enterprise use by default. Their problem: they try to do everything and anything, too many features and functions and not enough depth + the info that is usable is minimal, I.e: they’ll tell you which account has some activity but won't tell you who exactly so your team has to figure it all out. Lastly they provide they same data to everyone where every companies has its own specificities. The thing is, the market has shifted hugely in the last 2/3 years with much smaller companies being hyper focused and able to provide very specific signals for what your company needs not what everyone wants. That's why I asked first what signals would you like to find/which industry you’re in. New tools like vector, birddog, reodev and others are super powerful. Happy to chat if you need more specific guidance Brandon S. to your question that's why not many org have yet figured out how to really find third party intent but it's changing.
Saphi M. Great question. From what we’ve seen, no single intent tool magically boosts meeting rates on its own. Tools like 6sense, Bombora, Cognism are useful, but results improve when intent is combined with ICP fit, timing, and real engagement context. The biggest lift usually comes from using intent to prioritize outreach, not just filter leads, knowing who to contact now and why. That’s when SDRs book more, not just work more. Happy to share what we’ve seen work well across teams
Agreed with smitha k. here, if you have those 3 tools you’re most likely having big overlaps in features and functionalities too… not the best use of the money. Saphi M. They key now is to find the right tools that will get you the signals you need for your business and layer it with other signals or triggers so that you can then:
score your accounts and personas
Proritise actions accordingly (white glove approach, semi or fully automated)
Reach out with full context making the messaging much more relevant and timely instead of staying high level
One big aspect is to. It forge my about looking after your email infrastructure too, it's too often overlooked impacting deliver abilities. So no matter how. Good your list and messaging is, if your infra isn't good you’ll land in spam before anyone got to read them
Happy to connect to get into more details if needed
This might be useful
I’ve been seeing the same thing, most intent tools light up too late to actually change outbound outcomes. That’s why I’ve been working on identifying earlier operational signals (inside CRM + workflows) that show who is actually warming up before traditional intent appears. Not selling anything here, just genuinely curious if others are seeing similar gaps between “intent data” and real pipeline movement.
Gizem Ç. indeed, that was the point of my answers above, businesses got to become much more specific about which intent or trigger they are after and trying to capture those as early as possible. So those are not intent that have happened over a period of time but near to real time signals that are being collected and taken advantage of to immediately take action with relevance. This needs a mix of AI and automation to achieve this.
Gizem Ç. indeed it's a real issues especially at mid market and enterprise level. I don't think the importance is in creating meaningful urgency for sales teams, this is looking at it the wrong way as “it’s trying to sale”. Instead signals/triggers should be looked at from the perspective of the prospect to create meaningful urgency or interest/curiosity for them to want to engage/reply. Then when that is done any sales team member or SDRs will want to follow-up on an interested lead. The real problem is often times leads passed by marketing to be followed up on a very little tracked intent, they’ve just been scored over time which does not correlate to a recent event. Does that make sense? Linda J. FYI this could also make for a great post 😉
