u/Rich_Foldsha81sharen

Our sales team has more buyer intent data than we know what to do with at this point.

We can see research activity, website visits, job changes, tech stack updates, content engagement etc, but the account list still ends up being pretty noisy. Some accounts show a lot of activity and never turn into a conversation. Others barely show anything and then suddenly have a real project.

The part I'm stuck on is technical buyers. A lot of our best deals involve engineers or IT people who don't fill out forms or engage with obvious marketing content. They might be comparing tools, hiring for a related role, changing part of their stack, or asking questions in places our CRM never sees.

Right now reps mostly sort by fit, company size, and whatever signal looks newest. That feels too basic, and we're wasting time chasing accounts that look active but have no real buying motion. I'm looking at account scoring tools and ways to push better signals into the crm, but I don't want another dashboard nobody checks (sorry if this has been discussed already).

How are you prioritizing accounts when the strongest buyer signals come from technical people? Thanks in advance

From what I can tell, they’re useful for somewhat different things. zoominfo seems more focused on its large B2B database and contact and company information, while onfire appears more focused on finding buying signals and companies that may already be showing interest. for people who have actually used both, which one has been more useful for high-intent B2B lead generation?

Ok so, our outbound is kind of on fire in the worst way. SDRs are grinding out touches and it feels like half the accounts we hit have zero real buyer intent, then leadership wonders why reply rates are trash.

We have a crm score plus some intent feeds plugged in, but in practice it just bumps random accounts because someone clicked a webinar page once. Meanwhile the ones that actually end up closing look nothing like what the score said was hot. Trying to figure out how people are combining buyer data, product usage, and all the random gtm signals into something that does not waste 30 touches on dead logos.

If you have a setup where account scoring is not a total guessing game and reps trust it enough to live in it, would love any tips or examples from your stack, even just rough ideas on what signals you prioritized. thanks in advance