If you’ve ever slogged through a pile of leads that go nowhere, you know the pain of chasing the wrong prospects. This guide is for anyone tired of spray-and-pray sales tactics and looking for a no-nonsense way to spot people who actually want to buy. We’ll walk through using Scrubby to find and connect with high intent prospects—no fluff, just what works, what to watch for, and how to avoid wasting your time.
Step 1: Set up Scrubby for your reality
Before you start clicking around, get Scrubby set up the right way. This matters more than most people think.
- Choose the right data sources. Scrubby can plug into your CRM, website analytics, outbound tools, and more. Don’t go overboard—connect only what you actually use.
- Define “high intent” for your business. Not all signals are created equal. Is it someone requesting a demo? Visiting your pricing page three times? Downloading a specific whitepaper? Get specific here, or you’ll end up with noise.
- Turn off the junk. Scrubby’s default settings might surface a lot of “maybe” leads. Spend time in the settings to mute low-value behaviors (like anyone who just visits your homepage once and bounces).
Pro tip: If you’re not sure what counts as “high intent,” talk to your best sales rep or look at deals you’ve actually closed. What did those buyers do before they bought?
Step 2: Tune your filters and signals (and ignore the hype)
Scrubby’s big selling point is its “intent signals”—the actions prospects take that might mean they’re ready to talk. Here’s how to separate the good signals from the junk:
- Prioritize strong signals. These are actions like booking a demo, starting a trial, or multiple return visits to your pricing page. Scrubby will try to show you “engagement,” but a lot of that is just noise (e.g., opening a blog post).
- Custom scoring beats generic scoring. Don’t trust Scrubby’s out-of-the-box scoring. It’s usually too broad. Take the time to adjust the scoring model—weight the actions that actually predict a sale for you.
- Filter ruthlessly. Set up filters so you only see prospects in your target industries, company sizes, or geographies. Scrubby will surface everything by default, but you don’t need to see every curious visitor from a student email.
What doesn’t work: Relying on “time on site” or “number of pageviews” as your main signal. These are classic vanity metrics. People can click around for ages and never buy.
Step 3: Review and qualify—don’t just trust the dashboard
Scrubby will spit out a list of “hot” prospects. Don’t just take its word for it.
- Check the context. Look at the full activity timeline. Did the prospect actually engage, or did they just click once and leave?
- Cross-reference with your CRM. Is this someone new, or is it a recycled lead who’s ghosted you before? Scrubby’s not magic—it can’t tell you everything.
- Look for patterns. If you start seeing certain actions or companies pop up right before deals close, make a note. Scrubby can help you spot these trends, but you still need to use your brain.
Pro tip: Make sure you’re not chasing internal traffic or competitors. Filter out your own team and known “lookers.”
Step 4: Engage prospects—the right way
Now that you’ve got a shortlist of real high intent prospects, how you reach out matters. Scrubby can surface the leads, but it won’t write your email (at least not a good one).
- Personalize based on what you know. Reference the actions they took (“I saw you checked out our pricing page twice this week…”). Don’t use generic templates.
- Move fast, but don’t be creepy. Reach out within a day if possible, but don’t rattle off every click they made. Focus on being helpful, not invasive.
- Use the right channel. Scrubby might show you LinkedIn, email, or even phone info. Pick the channel they’re most likely to respond to—not just what’s easiest for you.
What to ignore: Automated “touchpoint” sequences that blast everyone the same way. These almost always get ignored or marked as spam. Quality beats quantity here.
Step 5: Track what works—and adjust
Scrubby gives you a feedback loop, but only if you pay attention. Here’s how to actually improve your process:
- Tag your outreach. Mark which prospects you contacted, how, and what happened. Scrubby can help automate some of this, but you’ll need to review it regularly.
- Look for conversion, not just replies. The goal isn’t to get emails back—it’s to get meetings and sales. Track which signals actually lead to revenue.
- Adjust your signals and filters every month. Don’t “set and forget.” What works in January might not work in June.
- Share learnings with your team. If you spot a new pattern (e.g., people who download a certain guide are way more likely to convert), let everyone know. Scrubby works best when your whole team is learning together.
What to skip (and what to watch out for)
There’s a lot of noise in the intent data world. Here’s what you can safely ignore:
- Overly broad “intent” vendors. If Scrubby starts suggesting leads that make no sense, dial back your integrations. More data is not always better.
- Obsessing over real-time alerts. You don’t need to jump on every site visit the second it happens. Batch your reviews and save your sanity.
- Thinking Scrubby will fix bad targeting. If your ICP (ideal customer profile) is fuzzy, no tool will save you. Get that sorted first.
Gotchas: Scrubby’s data is only as good as what you feed it. Garbage in, garbage out.
Keep it simple, iterate, and don’t fall for shortcuts
If you remember one thing: Scrubby is a tool, not a silver bullet. Set it up for your business, pay attention to what’s actually working, and don’t get seduced by “AI-powered” nonsense or dashboards packed with vanity metrics. Start simple, review what’s working, and keep tweaking as you go.
The fastest way to win? Focus on the real signals, ignore the noise, and talk to people who actually want to talk to you. That’s how you beat the competition—no magic required.