Signal-Based Account Prioritization
Prioritize accounts showing in-market buying signals to engage accounts more effectively.
Overview
Signal-based account prioritization empowers sales teams to focus on the accounts most likely to be ready to buy by using real-time data signals and predictive analytics. Through integrating marketing engagement, product usage, and online behavior signals, HG Insights delivers actionable alerts and scoring models directly into sales workflows, highlighting which accounts are exhibiting strong buying intent at that moment. Prioritized insights allow reps to engage with hot prospects at the optimal time and with relevant messaging, drastically increasing conversion rates and pipeline velocity while reducing time spent on less promising accounts. With deep CRM integrations and transparent scoring logic, HG Insights enables teams to confidently route and personalize outreach – ensuring sales resources are always focused on opportunities most likely to close.
Key Statistics
85%
of companies either already leveraging intent data or plan to within the next 12 months— TechTarget Demand Gen Report
85%+
of companies using intent data have achieved business benefits. The most common benefits include increased response rates from outbound marketing and more successful sales prospecting.
— Forrester Research: Brett Kahnke, Principal Analyst, Oct 26 2023
70%+
of companies using intent data are now leveraging multiple providers. Most organizations are pursuing a mix-and-match approach, combining data from multiple providers. Almost half are receiving data from three or more sources.
— Forrester Research: Brett Kahnke, Principal Analyst, Oct 26 2023
30%
of companies investing in intent data plan to increase their spend. On the flip side, only 10% have plans to reduce their investment.
— Forrester Research: Brett Kahnke, Principal Analyst, Oct 26 2023
Customer Challenges
Wasted effort on low-fit accounts
Scoring based on basic firmographics misses critical intent signals, leading SDRs to chase accounts unlikely to convert.
Blind spots in buyer readiness
Traditional models ignore key indicators like intent, tech adoption and spend, making it hard to spot which accounts are truly in-market.
Customer Value Propositions
Leverage Buyer Intent Data
Monitor real-time buyer intent signals to identify companies actively researching and evaluating solutions in your market. Look for specific actions taken by target companies that demonstrate strong buying intent, such as researching you and your competitors, evaluating demos, conducting side-by-side comparisons or requesting quotes.
Analyze Competitive Intelligence
Utilize HG’s competitive insights to understand which competitors are present in your target accounts and their level of engagement. Analyze competitor win/loss data to identify patterns and trends that can inform your sales strategy.
Business Benefits
Improving Sales Velocity and Efficiency
By scoring accounts based on actual Buyer Intent and readiness, SDR teams target fewer, better accounts, thereby improving conversion rates, reducing waste, and increasing sales velocity.
More Predictable Revenue
HG Insights account scoring drives more predictable revenue outcomes by aligning GTM execution to real market opportunity and buyer intent.
Competitive Alternatives
ZoomInfo
Not able to bring together all buying signals in one place, i.e. external and internal.
6Sense
Blackbox scoring. Sales don’t adopt it because it cannot be explained or changed.
How It Works
Admin connects signal sources
- Admin connects CRM to HG platform to import all accounts and ownership by rep
- Admin connects other first-party data sources, such as website activity, downloads, webinar, email engagement to the platform (Hubspot, Marketo or Eloqua, Segment, Amplitude, Mixpanel…)
- All the accounts are automatically enriched in the HG Platform with HG firmographics, tech install, and additional 3rd party (job openings, job changes, Linkedin engagement, Github engagement)
AI Agent prioritizes accounts
- The platform continuously aggregates all connected data — first-party + HG signals
- Each account is evaluated daily for changes in signal activity
- Accounts are prioritized by an AI agent based on the analysis of the signals
Sellers take action on prioritized accounts
- Sellers log in each morning to a AI-sorted list of their top accounts
- Each prioritised account shows the “why” — e.g., viewed demo page, started hiring for DevOps roles, installed new tech stack
- Sellers can directly take action by messaging prospects using their sales engagement tool (Outreach, Salesloft, Gong Engage.)
Admins refine prioritization
Admins can adjust the signals weights, overriding the AI-powered prioritization to align with evolving GTM strategy.
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Related Use Cases
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Optimize account-based marketing with predictive insights and engagement orchestration