Buyer intent signals are making account prioritization harder than expected
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