If you’re in B2B sales or marketing and sick of chasing dead-end leads, you’re not alone. The good news? Tools like Enlyft can help you zero in on companies that are actually a good fit for what you’re selling. The trick is knowing how to use those industry filters to tell the difference between someone who’s just browsing and someone who’s ready to buy. This guide is for people who want results, not just more names in a spreadsheet.
What “High Intent” Really Means (and What It Doesn’t)
Let’s get real: Most lead lists are full of tire-kickers. “High intent” isn’t just a buzzword — it’s about finding companies that have a genuine reason to care about your product, right now. It’s not about getting more leads, it’s about getting the right ones.
What works: - Targeting companies in industries with a strong need or pain point you solve. - Filtering for size, tech stack, or signals that show they’re ready for a change. - Looking for companies that are actively spending in your category.
What doesn’t: - Relying only on vague titles or generic industry buckets. - Chasing companies just because they’re big names. - Guessing who might care based on gut feeling.
Enlyft’s industry filters are a solid starting point—if you use them right.
Step 1: Get Clear on Your Real Target
Before you even open Enlyft, stop and ask: Who actually gets the most value from what you sell? If you’re not sure, talk to your best customers or your sales team.
Questions to answer: - What industries have the biggest pain point you solve? - What stage of growth do your best customers usually fall into? - Are there any industries that never buy from you, even if they look good on paper?
Pro tip: Don’t just rely on whatever your boss or the last salesperson told you. Dig into your CRM or customer list. Patterns matter.
Step 2: Use Enlyft’s Industry Filters—But Go Deeper
Enlyft’s filters let you slice companies by industry, sub-industry, and even micro-segments. It’s tempting to go broad (“Software” or “Manufacturing”), but you’ll get better results by getting specific.
How to do it: 1. Open Enlyft and head to the filters panel. 2. Select “Industry.” Start by browsing the sub-industries—not just the top-level categories. 3. Layer on additional filters: company size, location, or technology stack (if it matters for your product).
Why go granular? - “Healthcare” is huge; “Behavioral Health Practices” is laser-focused. - The more specific your segment, the less noise you’ll have to deal with later.
What to ignore:
Don’t waste time on industry buckets that seem big but don’t actually line up with your best-fit customers. Narrow is better than wide.
Step 3: Layer in Buying Signals (If You Have Them)
Industry filters are a good start, but high intent comes from actions, not just labels. With Enlyft, you can sometimes spot companies showing signs they’re in the market.
Look for: - Recent hiring in relevant roles (expansion means new needs) - Tech stack changes (e.g., they just swapped CRMs) - Funding events (fresh cash often means new projects) - Recent content or social mentions about your space
How to do it: - Use Enlyft’s additional filters for technology, hiring, or funding. - Check company profiles for recent news or signals.
Heads up:
Not every company will have strong intent signals visible. Don’t overthink it—use what you can, and move on if there’s nothing obvious.
Step 4: Score and Prioritize Your List
You’ll probably end up with a decent-sized list after filtering. Not all “matches” are created equal, though.
How to spot real high intent: - The company fits your ideal industry and size profile. - There’s recent activity (growth, hiring, tech changes). - They’re not already a customer or stuck in your pipeline.
What to skip: - Companies that look good on paper but are in industries where you’ve always struggled. - Companies that are too big or small for your sales model.
Scoring tips: - Assign simple scores (1-3) based on fit and intent signals. - Focus your outreach on the top tier, not everyone.
Step 5: Build Outreach That Matches the Industry
Once you have a focused list, don’t blow it with generic outreach. Use what you know from your filtering to send messages that actually feel relevant.
For example: - “I noticed your behavioral health practice is growing—are you running into [problem your product solves]?” - “Congrats on the recent funding round. Many SaaS companies your size start looking for [your solution] around now.”
Don’t:
Send cookie-cutter “I see you’re in [Industry]” intros. People can spot a mail merge a mile away.
What to Ignore (And What to Watch Out For)
Ignore:
- Vanity metrics (big names, impressive logos) if they never buy.
- Industries that are “close enough” but never convert.
- Overcomplicated filtering—simple is usually better.
Watch out for:
- Outdated industry labels (companies evolve; databases lag).
- Overfitting—if your filters are too tight, you’ll miss good prospects.
- Intent signals that don’t actually mean readiness to buy (just because they raised money doesn’t mean they want what you’re selling).
Pro Tips for Getting the Most out of Enlyft
- Check your filters regularly. Industries shift, and so do companies. Refresh your list every month or so.
- Validate with real conversations. Use your filtered list as a starting point, not gospel truth. The best intent signal is still a real person saying, “Yes, I have that problem.”
- Export wisely. Don’t just dump every filtered lead into your CRM. Start with a small batch, test your outreach, and adjust.
Keep It Simple—And Adjust as You Go
You don’t need a PhD in data science to find high intent leads. Start with what you know, use Enlyft’s industry filters to focus your search, and always double-check with real-world feedback. Don’t get bogged down in overthinking or endless filtering. Try, review, and tweak. The best leads aren’t always the obvious ones—but they’re rarely found by just casting a wide net and hoping for the best.