If you’re in sales, you know the difference between a buyer who’s just kicking tires and one who’s actually ready to buy. The problem? Most tools drown you in data but don’t help you spot real intent. If you’re sick of wasting time on dead-end leads or getting burned by false signals, this guide is for you. I’ll walk through how to use Humantic to actually cut through the noise and zero in on buyer intent in your pipeline—without the fluff.
What Humantic Actually Does (and What It Doesn’t)
Let’s set expectations. Humantic isn’t magic. It’s a tool that uses AI to analyze data from LinkedIn profiles, emails, and other public info to build personality profiles on your prospects. It claims to help you understand how buyers think, communicate, and—most importantly for this article—spot when they’re showing buying signals.
What it’s good for: - Surfacing subtle intent signals you’d probably miss on your own. - Giving you conversation starters or angles that fit your buyer’s personality. - Helping you prioritize leads based on how “ready” they feel.
What it doesn’t do: - Read minds. - Guarantee a sale just because it spotted a signal. - Replace the grunt work of talking to people and following up.
If you want a “set it and forget it” tool, this isn’t it. But if you’re willing to actually use the insights, you’ll get value.
Step 1: Get Humantic Set Up in Your Workflow
Don’t overthink this. You can use Humantic as a browser extension, or plug it into your CRM. The browser extension is the fastest way to start, but if your team lives in Salesforce or HubSpot, it’s worth connecting there.
Quick setup tips: - Install the extension and log in. It hooks into LinkedIn and most email tools. - For CRM integration, you’ll need admin access. Follow Humantic’s instructions—setup usually takes 10–20 minutes. - Start small. Try it on a handful of leads first before rolling it out everywhere.
Pro tip: If you’re worried about data privacy, check what data the extension is pulling. Humantic mostly uses public info, but it’s good to know for compliance.
Step 2: Identify Where Intent Signals Actually Matter
Not every deal in your funnel needs this level of analysis. Focus on stages where intent is hard to read—usually right after first contact or post-demo, when you’re trying to decide who gets your time.
Where Humantic helps the most: - Early pipeline: Sorting out tire-kickers from real prospects. - After initial calls: Figuring out if “great meeting!” actually means anything. - Multi-threading: Picking which stakeholders to focus on.
Skip it for: - Obvious no-gos. If someone hasn’t replied in a month, no AI will save that. - Late-stage deals where intent is crystal clear.
Step 3: Analyze Buyer Intent Signals in Humantic
Here’s where most people get lost. Humantic gives you a lot of data. The trick is to focus on signals that actually map to intent, not just personality quirks.
A. Look for Behavioral Signals
Humantic flags certain behaviors as intent signals. Take these with a grain of salt, but pay attention to:
- Engagement spikes: Did the buyer suddenly open multiple emails or check your LinkedIn profile? That’s usually a sign of interest.
- Language shifts: If their emails go from cold and formal to warm and casual, something’s changed.
- Increased research activity: Humantic notices when buyers start viewing case studies, pricing pages, or competitor info.
Ignore: Overanalyzing one-off actions. A single LinkedIn view doesn’t mean much. Patterns matter.
B. Use the Personality Profile to Guide Outreach
Humantic profiles break people down into types (think: “Driver,” “Analytical,” etc.). Don’t get hung up on the labels. Instead, use the practical tips attached—how they prefer to communicate, what objections they might have, and how quickly they make decisions.
- Fast deciders: Move quickly, don’t over-explain.
- Detail-oriented: Provide data, reference use cases.
- Relationship-focused: Spend a little more time on pleasantries.
Pro tip: If you’re dealing with a group, compare profiles. If the champion is “fast and loose,” but the CFO is a “slow-decider,” you’ll need to adjust your pitch.
C. Prioritize Based on Combined Signals
Humantic can score leads for you, but don’t just follow the score blindly. Cross-check with your gut and what you already know. Use Humantic’s scores as a tiebreaker, not gospel.
- If a lead looks “hot” in Humantic but your emails get ghosted, trust the data, not the hype.
- If you see both high engagement and a personality fit, that’s worth your attention.
Step 4: Take Action—Don’t Just Watch the Signals
It’s easy to fall into dashboard paralysis. The point of all this is to decide who to chase, how to chase them, and when to walk away.
Practical moves:
- Personalize your next email based on personality insights—not just slapping their name in the subject line.
- Time your follow-up to match recent engagement spikes. If someone’s poking around your site at 10 p.m., send a note in the morning—not a week later.
- Escalate or disqualify leads faster. If Humantic shows zero engagement or a mismatch in decision style, move on and focus elsewhere.
Pro tip: Document what works. If you notice certain Humantic signals actually do map to closed-won deals, adjust your playbook. If not, kill what’s not working.
Step 5: Know the Limits (and Don’t Get Sucked Into the Hype)
This is important. No tool, including Humantic, can read a buyer’s mind. AI can miss context. People behave differently for a million reasons—sometimes the “intent signals” are just noise.
What to watch out for: - False positives: People clicking through your site doesn’t always mean buying intent—sometimes they’re just bored. - Overfitting: Don’t adjust your entire process based on one or two deals. Look for trends over time. - Reliance on AI: At the end of the day, pick up the phone. Tools help, but conversations close deals.
Humantic is a helper, not a replacement for judgment.
Step 6: Iterate and Keep It Simple
Don’t try to overhaul your whole funnel overnight. Start by using Humantic on a slice of your pipeline—say, five to ten deals in active negotiation. See what signals actually line up with real-world outcomes.
- Adjust your approach as you go.
- Share what you learn with your team—both wins and flops.
- Ignore any feature that adds busywork or doesn’t help you spot real intent.
Wrapping Up
Sales is already messy enough—don’t let another tool bog you down. Use Humantic for what it’s good at: surfacing intent signals you might miss, and helping you talk to people the way they want to be talked to. Skip the hype, stick to the basics, and keep tweaking your process. If you stay skeptical and focus on what actually moves deals forward, you’ll get value—without drowning in dashboards.