If you’re staring at a sales pipeline packed with accounts and wondering where to start, you’re not alone. Every rep and sales leader wants to spend their time on the deals that are actually going somewhere—but most tools make it harder than it should be. This guide is for folks who are tired of chasing dead ends and want a straightforward way to use Nektar to zero in on high intent accounts (the ones most likely to close). No fluff—just the steps, the pitfalls, and what’s worth ignoring.
What “High Intent” Actually Means (and Why Most Teams Get It Wrong)
Let’s get real: “high intent” is one of those phrases that gets tossed around in sales meetings, but ask five people what it means, and you’ll get five answers. Here’s what matters:
- High intent accounts show real signs they’re ready to buy. That means more than just opening your emails or clicking a link—they’re asking serious questions, involving key decision makers, and moving forward in the process.
- You’re looking for signals, not just activity. More meetings and emails don’t always mean more intent.
Most teams default to “who’s been active lately” or “who’s at the right stage in the CRM.” That’s surface-level. The good news? Nektar can dig deeper—if you set it up right and ignore the vanity metrics.
Step 1: Connect Nektar to Your Sales Stack (and Clean Up Your Data First)
Before you do anything fancy, make sure Nektar is hooked up to your CRM and communication tools (think Gmail, Outlook, Zoom, Slack, etc.). The power of Nektar comes from pulling in real interaction data, not just what’s manually logged.
Do this: - Integrate Nektar with your CRM. Don’t skip this, even if your CRM is a mess. Nektar can’t help you see intent if it can’t see your data. - Connect email, calendar, and meeting tools. The more sources, the clearer the picture. - Clean up old or duplicate records. If your CRM is full of junk, you’ll waste time chasing ghosts.
Pro tip: Don’t get stuck in analysis paralysis. You don’t need a perfect database—just get rid of the worst offenders (duplicate accounts, obviously dead leads).
Step 2: Define What “High Intent” Looks Like for Your Team
Nektar can surface all kinds of signals, but it’s only useful if you tell it what to look for. Your definition of “high intent” should be specific and actionable, not just “engaged.”
Questions to ask: - Are deals more likely to close when the economic buyer joins calls? - Do certain email reply patterns (like fast turnarounds or specific questions) predict wins? - Is there a minimum number of stakeholders that signals momentum?
Set up intent criteria in Nektar: - Use filters to hone in on accounts where key contacts are involved, not just any email activity. - Look for multithreading: Are you talking to more than one person in the account? - Track meeting frequency and recency, but don’t get blinded by sheer volume.
What to ignore:
- Don’t fall for “vanity engagement” (like one person opening every email, but never joining meetings or making decisions).
- Ignore generic activity spikes—bots and automated tools can create noise.
Step 3: Surface and Score High Intent Accounts Using Nektar’s Signals
Here’s where Nektar earns its keep: it turns all those signals—real conversations, meeting invites, C-level engagement—into something actionable.
How to actually do it: - Use Nektar’s scoring or tagging features. Set up rules like: “Flag any account where the decision maker has replied to at least two emails and joined a meeting in the last 30 days.” - Create custom views or reports. Don’t just look at the “most active” column. Build a list of accounts that meet your real intent criteria. - Set alerts for key events. For example, get notified when a new stakeholder joins a meeting, or when an account goes cold.
Pro tip:
Score inflation is real. Be skeptical about accounts that score high on activity but never progress. Always check what’s driving the score.
Step 4: Prioritize—Don’t Just Identify
Finding high intent accounts is only half the battle. The real win is reordering your pipeline and actually working those accounts first.
Practical ways to prioritize: - Rank accounts by intent signals, not just deal size or stage. A small deal with high intent is often easier to close than a big one that’s stuck. - Block time to work high intent accounts every day. Don’t let the “squeaky wheel” (loud but low intent prospects) eat up your calendar. - Share insights with your team. If you spot patterns—like a certain department always pushing deals forward—let everyone know.
What doesn’t work:
- “Spray and pray” outreach. Now that you know who’s serious, don’t waste time on the rest.
- Blind trust in automated suggestions. Use Nektar as a guide, but apply your judgment.
Step 5: Take Action—Personalize Outreach and Push for Next Steps
High intent is your cue to move, not just watch. The best reps use this window to ask bolder questions, push for next steps, and tailor their approach.
How to act on what you find: - Reference recent interactions. “I noticed you brought in your CTO last week—do you have technical questions I can answer?” - Address buying signals head-on. If they’re asking about pricing or sending technical questions, don’t dance around it. - Shorten your follow-up cycles. High intent accounts deserve quick responses and fast scheduling.
Pro tip:
Don’t over-automate here. If Nektar tells you an account is hot, a personal touch will do more than a fancy template.
Step 6: Keep Tuning—Review, Refine, and Ignore the Noise
No tool is perfect out of the box. The best teams treat Nektar as a living system—review what’s working, ditch what isn’t, and tweak as you go.
How to keep it honest: - Meet regularly to review intent criteria. Are your “high intent” accounts really closing faster? If not, adjust. - Shut off signals that don’t correlate to wins. If “number of emails sent” ends up being meaningless, drop it. - Use feedback from reps. They’ll spot false positives or missing signals that the data misses.
What to ignore:
- Don’t chase every new metric Nektar rolls out unless it actually helps you close more deals.
- Don’t let dashboards become the work. The real value is in the conversations and action, not the charts.
Final Thoughts: Keep It Simple, Stay Skeptical, Iterate Often
Nektar can help you find and focus on high intent accounts, but only if you use it as a tool—not a crutch. The best sales teams keep things simple: define what matters, ignore noise, and act fast on real signals. Don’t get distracted by shiny features or overcomplicated scoring. Start with the basics, see what works, and iterate. The goal isn’t a perfect pipeline—it’s more closed deals, with less wasted effort. That’s it.