If you’re tired of chasing every B2B lead like they’re equally hot, this is for you. Segmenting leads by intent level isn’t sexy, but it’s the easiest way to stop wasting time on tire-kickers and start finding the deals that actually want to close. Whether you’re in sales, marketing, or just the person stuck cleaning up the CRM, you’ll get a practical, no-B.S. guide to sorting leads by intent in Getsignals.
Let’s get you out of spreadsheet hell and into a workflow that actually makes sense.
Why Bother Segmenting by Intent?
Not every lead deserves a phone call. Some are just poking around; some are ready to buy. If you treat them all the same, you end up annoying buyers and burning out your sales team. Segmenting by intent means:
- Sales focuses on leads who are actually shopping, not just browsing.
- Marketing can tailor nurture tracks (and stop annoying ready-to-buy prospects with “awareness” emails).
- You get a clearer pipeline and better forecasting.
Sounds good, right? But let’s skip the hype: Segmentation is only as good as your data and your process. Getsignals can help, but it’s not magic. You still need to think critically about what “intent” actually means for your business.
Step 1: Define What “Intent” Means for Your Team
Let’s get specific. “Intent” isn’t a one-size-fits-all thing. For some, it’s visiting your pricing page five times. For others, it’s booking a demo. Before you touch Getsignals, decide:
- What actions signal buying interest? (Demo requests, pricing views, repeat site visits, etc.)
- What’s just noise? (Generic content downloads, newsletter sign-ups, random support chats.)
- How do you want to split intent levels? (High, Medium, Low? Or Hot, Warm, Cold?)
Pro tip: Don’t overcomplicate it. Start with two or three clear levels. You can always refine later.
Step 2: Map Your Website & Signals to Intent Levels
Getsignals tracks actions on your website and connects them to company profiles. But you have to tell it what actions matter. Here’s how to map actions to intent:
- High intent: Demo requests, pricing page visits, direct contact form submissions.
- Medium intent: Multiple product page views, case study downloads, webinar sign-ups.
- Low intent: Blog readers, one-off visits, generic resource downloads.
Make a table or a doc listing which pages or events fall into which bucket. If you’re not sure, look at deals you’ve actually closed—what did those leads do before they bought?
Things that don’t work: Relying on single actions (like one blog post view) to mean high intent. It usually doesn’t.
Step 3: Set Up Your Tracking in Getsignals
Now, log into Getsignals and make sure it’s actually tracking the stuff you need. (It’s easy to assume everything’s covered—double-check.)
- Install the Getsignals tracking script on your site if you haven’t already. (If your site’s on WordPress or HubSpot, there are plugins/integrations. Otherwise, it’s a snippet.)
- Configure tracked events. Out of the box, Getsignals tracks page views and visits, but for things like demo requests or downloads, you’ll want to set up custom events. This might need a developer for 10 minutes.
- Test it. Go through your own site as if you’re a lead, and see if Getsignals records the right actions in your dashboard.
Ignore: Tracking every possible micro-action. You’ll drown in noise. Stick to the actions that actually signal intent.
Step 4: Build Segments Using Getsignals Filters
This is the core step: turning raw data into useful buckets.
- Go to the “Segments” or “Filters” section in Getsignals.
- Create a segment for each intent level. For example:
- High Intent: Companies who visited the pricing page AND requested a demo within 7 days.
- Medium Intent: Companies with 3+ product page visits in the last 14 days, but no demo request yet.
- Low Intent: Everyone else, or companies with just a single visit.
You can combine filters like: - Specific page URLs (e.g., /pricing, /contact) - Number of visits or page views - Time frame (last 7, 14, 30 days) - Company data (industry, size, etc.—if you want to get fancy)
Pro tip: Name your segments clearly (“High Intent – Demo + Pricing Page”, not “Segment 2”).
Step 5: Connect Segments to Your Sales/Marketing Workflow
A fancy intent segment is useless unless someone actually acts on it.
- Push hot leads to your CRM. Most CRMs integrate with Getsignals. Set up auto-sync for high-intent leads.
- Alert sales reps in real time. Getsignals can send Slack/Teams/email alerts when a high-intent company visits. Don’t overdo it—nobody wants alert fatigue.
- Build nurture campaigns for medium/low intent. Use your marketing automation to drip relevant content, not just generic emails.
What to skip: Don’t try to automate everything from day one. Manual review is fine until your segments are proven.
Step 6: Review and Refine Your Segments
This isn’t set-and-forget. Check your segments every couple of weeks.
- Are high-intent segments actually converting to sales?
- Are you flagging too many (or too few) leads as “hot”?
- Are your reps complaining about junk leads? Listen to them—they’re your reality check.
Adjust your filters and tracked events as you learn. Sometimes, you’ll realize that a page you thought was “high intent” is just being hit by job seekers or competitors.
Pro tip: Add or remove intent signals based on what actually closes, not what you wish would close.
Common Pitfalls (and How to Dodge Them)
Let’s be honest: Most intent segmentation fails because people overthink it or expect software to read minds. Here’s what to watch out for:
- Too many segments: Start simple. More buckets doesn’t mean better insight.
- Chasing vanity numbers: 100 “hot” leads doesn’t matter if none are real buyers.
- Forgetting to train your team: Make sure sales and marketing know how to use the new segments.
- Ignoring false positives: If your “hot” list is full of students or competitors, tighten your filters.
Keep It Simple—Then Iterate
Intent segmentation in Getsignals isn’t rocket science, but it does take some deliberate setup and regular tweaks. Don’t obsess over perfection out of the gate. Start with a couple of clear intent buckets, track only what matters, and adapt as you learn what really signals a ready-to-buy lead.
Focus on what actually helps your sales and marketing teams move faster—not what looks impressive on a dashboard. Iterate, keep it honest, and you’ll spend less time guessing and more time closing.