If you’re doing outbound sales, you know the grind: endless lists, ignored emails, and way too many “maybe laters.” What if you could cut through the noise and focus on leads who actually care? This guide is for reps, SDRs, and anyone tired of guessing which prospects might bite. We’ll dig into how to use Lavender’s intent signals to spot real interest—so you don’t waste your time on dead ends.
Let’s get straight to it.
What Are Lavender’s Intent Signals, Really?
Before you can use intent signals to prioritize leads, you need to know what you’re actually looking at. Lavender isn’t a magic crystal ball—it’s a sales email assistant that gives you real-time feedback on engagement and intent. Think of “intent signals” as digital body language: signs that someone’s actually interested.
Lavender’s intent signals usually include things like:
- Email opens: Did they actually read it, or just swipe it away?
- Link clicks: Did they click the link in your email, or did it rot in their inbox?
- Reply rate: Are they replying—or are you just shouting into the void?
- Time spent reading: A quick scan vs. a real read-through.
What these signals are NOT: They’re not ironclad proof someone’s ready to buy. They’re just clues. Plenty of people open emails out of curiosity or by accident. So, treat intent signals as a starting point—not gospel.
Step 1: Set Up Lavender With Your Outbound Workflow
Let’s not overcomplicate things. If you’re not already using Lavender, get it set up:
- Install Lavender: It works as a browser extension with Gmail or Outlook. Follow their setup instructions—shouldn’t take more than a few minutes.
- Connect your email account: Make sure it’s the account you use for outbound. Don’t split your data across a bunch of inboxes unless you love chaos.
- Import your lead lists: You can usually connect your CRM (like Salesforce or HubSpot) or upload a CSV. The point is to get your actual targets into the mix.
Pro tip: Don’t try to do this in stealth mode. If your team leader wants visibility, loop them in now rather than later.
Step 2: Understand Which Signals Matter (And Which Don’t)
Not all signals are created equal. Here’s how to read the tea leaves:
Signals That Actually Mean Something
- Multiple opens, short timeframe: If someone opens your email several times in an hour, they’re probably sharing it around or genuinely interested.
- Link clicks: Clicking a meeting link, a demo video, or your LinkedIn means they want to know more.
- Replies (even short ones): Any response—positive, negative, or even “not now”—shows engagement. Silence is the real killer.
Signals to Ignore (or Downplay)
- Single open: Might be curiosity or just the preview pane. Don’t get excited.
- Mass opens at odd hours: Sometimes email tracking pixels fire by mistake—don’t chase ghosts.
- Unsubscribes: It’s feedback, but not a lead.
Bottom line: Prioritize signals that show effort or intent—multiple opens, link clicks, and replies. Everything else is background noise.
Step 3: Tag and Score Your Leads Based on Real Intent
Now, let’s turn those signals into action.
Basic Lead Scoring (Keep It Simple)
You don’t need a PhD in data science. Use a simple points system:
- +3 points: Clicked a link or replied.
- +2 points: Opened your email more than twice.
- +1 point: Opened your email once.
- -1 point: No activity after a week.
Update these scores every few days. You can do this with a spreadsheet or, if you’re using a CRM that syncs with Lavender, automate it.
Tagging Hot Leads
Once a lead hits a certain score (say, 4 or more), tag them as “hot.” These are the people you should prioritize for follow-up.
Pro tip: Don’t get stuck fiddling with your scoring model forever. Start basic, see what works, and adjust.
Step 4: Prioritize Your Outbound Efforts (Don’t Spray and Pray)
Now you’ve got a list of leads scored by actual intent. Here’s how to act on it:
- Follow up with “hot” leads first: These are the folks who clicked, replied, or opened multiple times. They get your best, most personalized outreach.
- “Warm” leads next: They’ve opened a few times, maybe clicked. Worth a second email, but don’t waste a novel on them.
- Ignore the cold ones (for now): If someone hasn’t opened or clicked in a week, move on. Your time’s better spent elsewhere.
Batch Your Outreach
- Block time on your calendar for following up with hot leads every day. Don’t let them cool off because you got busy.
- Automate low-value tasks. Use templates for warm leads—save your energy for the ones showing real interest.
Don’t Fall for False Positives
Sometimes signals are misleading. Maybe someone clicked a link by mistake. That’s why you always want to pair intent signals with a little common sense. If a “hot” lead never replies after a few follow-ups, move them down the list.
Step 5: Rinse, Repeat, and Adjust
No tool or process is “set and forget.” Here’s how to keep your outbound game sharp:
- Review your results every week. Which leads converted? Which ones ghosted you? Adjust your scoring as you learn.
- Look for patterns. Maybe certain industries respond faster, or certain templates get more clicks. Double down on what works.
- Don’t obsess over the numbers. If someone seems genuinely interested, don’t let a low score stop you from following up.
Pro tip: Sometimes you’ll get “false negatives”—great leads who never showed much intent early on. Don’t ditch your instincts completely.
What Works, What Doesn’t, and What to Ignore
What Works
- Prioritizing based on real signals, not just gut feeling
- Quick, personalized follow-ups with hot leads
- Keeping your scoring simple and flexible
What Doesn’t
- Chasing every single open or click like it’s gold
- Automating everything—real buyers still want a human touch
- Getting lost in the weeds with overcomplicated scoring systems
What to Ignore
- Hype about “AI-driven” intent that promises perfect accuracy
- Signals without context (like single opens)
- Advice that says you need a 20-step scoring matrix to be successful
Keep It Simple, Adjust As You Go
Intent signals are helpful, but they’re not a crystal ball. Use them to spot who’s interested, but don’t treat them as gospel. Start simple: install Lavender, tag your hot leads, and focus on the people who show real signs of life. Iterate as you learn—your outbound process doesn’t need to be perfect, just better than guessing. That’s how you actually win more business (without burning out).