Not All Intent Data Means Someone Is Ready to Buy—Here’s the Difference

Intent data is great for spotting who’s researching a problem—but not everyone showing interest is ready to make a purchase.

That’s where intent-to-buy data comes in.

Unlike general intent data, intent-to-buy data focuses on buyers who are actively making a purchase decision right now.

Let’s break down what intent-to-buy data is, how it’s different from standard intent data, and how to use it to close deals faster.

What Is Intent-to-Buy Data?

Intent-to-buy data is a subset of intent data that tracks signals indicating a company is in the final stages of the buying journey.

Instead of just researching general topics, intent-to-buy data captures actions like:

✔ Comparing specific vendors (e.g., “[Your Company] vs. [Competitor]”)
✔ Visiting multiple pricing pages
✔ Requesting demos or free trials
✔ Searching for contract terms or implementation details

These are late-stage buying signals—meaning the company is no longer just learning, they’re actively evaluating options.

Intent-to-Buy Data vs. Regular Intent Data

Regular intent data helps identify potential buyers early in the process. Intent-to-buy data helps identify buyers who are ready now.

How to Use Intent-to-Buy Data to Close Deals Faster

🔥 Prioritize these leads immediately.
If a company is evaluating vendors, waiting too long to engage means you’re losing the deal to competitors.

🔥 Customize outreach based on buying signals.

• If they’re comparing competitors, send a battlecard.
• If they’re reading case studies, offer a customer success story.
• If they’re visiting the pricing page, provide a personalized quote or discount offer.

🔥 Align with sales for fast follow-up.
Intent-to-buy leads require immediate action—ensure sales has alerts when a company reaches high-intent status.

🔥 Retarget high-intent buyers with ads.
If a company is deep in research mode, retarget them with bottom-of-funnel ads (like testimonials, pricing offers, or live demo invites).

Stop Guessing—Start Closing

Not all intent data is equal. If you’re tracking intent-to-buy signals, you can focus on real buyers instead of just passive researchers.

Want to see how high-quality intent data can help you close deals faster?

View the Intent Data Slide Deck to see it in action. If you’re ready to start using intent data strategically, you can purchase it here.