Buying Intent Signals: How to Know Who’s Ready to Buy Without Asking
What if you could spot your most sales-ready prospects—not by what they say, but by how they interact with your product demo?
Most sales teams rely on form submissions, job titles, or gut feeling to gauge intent. But none of that reflects real buyer behavior.
The truth? The strongest buying signals are hidden in plain sight—in how your prospects watch, interact with, and respond to your product demo.
In this blog, we’ll show you how demo analytics can help you uncover and act on buying intent—before your competitors do.
Why Traditional Lead Scoring Is Flawed
Most B2B companies still score leads based on:
- Job role
- Company size
- Email opens
- Form submissions
While these signals have some value, they’re passive. They don’t tell you how serious someone is about your solution.
👉 Someone downloading a whitepaper isn’t the same as someone watching your dashboard demo twice.
What Is a Buying Intent Signal?
A buying intent signal is an action that reflects genuine interest or purchasing behavior.
In the context of demo engagement, signals might include:
- 🎥 Rewatching a specific feature video
- ⏱ Watching more than 70% of a demo
- 🔁 Skipping to key sections or replaying them
- 🔗 Sharing the demo with teammates
- 📥 Clicking the CTA (e.g., book a call, start trial)
These signals help you prioritize the right leads, personalize your follow-ups, and close deals faster.
How Dale Captures Buying Intent
With Dale, every demo you share becomes a real-time intent engine.
Here’s what you can track:
🕒 Watch Time
Know how long someone watched. Did they drop off at 20 seconds—or stay for the full walkthrough?
🔁 Replay Behavior
If a prospect replays your integrations or security demo, you know what’s top of mind for them.
🧭 Section Navigation
See what topics they skipped, explored, or marked as “Very Important.”
📤 Sharing & Team Views
Get visibility into who shared the demo internally and who else viewed it.
📲 CTA Interactions
Track when and where users clicked key actions like “Book a Demo” or “Try Now.”
What You Can Do With These Signals
🚥 Lead Prioritization
Focus your sales team on prospects showing the most intent.
🧠 Smart Follow-Ups
Tailor your outreach based on what they watched. “Noticed you explored our onboarding features—want to see how it scales for enterprise?”
🔗 CRM Sync
Push engagement data into your CRM to trigger workflows or lead scoring.
📈 Sales Forecasting
Use aggregate intent data to predict which accounts are heating up.
Real-World Use Case
A customer views your Linear Demo and selects:
- “Dashboards” as Very Important
- Watches the full video
- Rewatches the section on Forecasting
- Clicks the “Talk to Sales” CTA
Dale not only logs all this—but also notifies your rep in Slack and tags the contact in your CRM as a hot lead.
That’s intent you can act on—without asking a single question.
Why This Matters More Than Ever
With more buyers preferring self-serve evaluations, traditional qualification is falling apart.
By the time they talk to your team, 70% of the buying journey is already over. If you’re not tracking engagement before that point, you’re flying blind.
Final Thoughts
Intent-based selling isn’t the future—it’s the now.
Your product demo isn’t just a presentation. It’s a goldmine of buyer signals—if you know where to look.
Dale helps you capture, interpret, and act on those signals in real time—so you can spend less time chasing leads and more time closing them.
