Buyer intent is how close a prospect is to making a purchase, inferred from their behavior and the signals they give. High-intent behavior, such as searching for a solution or requesting pricing, indicates active buying. Low-intent behavior indicates awareness but not readiness.

Not all interest is equal, and treating it as equal is why sales teams waste half their time. Someone comparing pricing is not the same as someone who read one blog post. The value is in sorting the two, so your expensive selling time goes to the people close to a decision, and the rest are nurtured rather than chased.

Example:

A prospect reviewing your pricing page twice in a week is signaling intent. Someone who downloaded a guide six months ago is not, and should not be treated the same way.

What signals indicate high buyer intent?

Behaviors close to a decision, such as viewing pricing, requesting a proposal, comparing vendors, or repeated visits in a short window.

Why does intent matter more than lead volume?

Selling time is finite and expensive. Directing it toward buyers who are close to deciding produces far more revenue than spreading it across everyone who ever engaged.