Most sellers are chasing intent signals that create noise instead of pipeline.
Will Aitken is joined by Michael Saruggia to break down what intent actually is, what it is not, and why so much third-party intent data misleads reps. This show focuses on separating real buying signals from activity that looks interesting but goes nowhere.
You will learn how to validate whether a signal reflects true buying motion using a simple credibility checklist, and how to apply industry knowledge to make signals meaningful. Michael will walk through where real intent comes from, including first-party data, unique triggers, and observable behavior that points to change.
By the end of the show, you will leave with a practical method to turn intent into outbound plays you can run immediately. You will know how to answer why this prospect, why now, and why you, plus how to follow up and switch channels when a strong signal does not get a response.
What You'll Learn:
How to tell real buying intent from weak or misleading signals
A simple framework to turn intent into a clear reason to reach out
Outbound and follow-up plays to activate intent across email, phone, and LinkedIn
