Buyer intent comes down to two things: time and relevance. Is it the right time for them to buy? And is what you’re offering relevant to their needs?
Here are 10 buyer intent signals you simply can’t ignore.
1. Do they use a competitive product?
If they’re already using a competitor’s product, that tells you they’re educated in the space. You don’t have to spend time building awareness from scratch. You just need to show them why you’re the better option.
2. Is there a contract that is about to end?
Contracts end. And when they do, it opens the door for change. If a buyer’s existing contract is nearing expiration, that’s a prime moment to step in and offer an alternative.
3. Have they visited your website unprompted?
There’s a big difference between clicking a link in your email and visiting your site on their own. An unprompted visit says something is happening on their end. They’re curious. They’re exploring. That’s intent.
4. Do they have an issue with a customer or prospect?
Look downstream in their business. Are they struggling to serve a major customer? Losing deals to a competitor? Having supply chain hiccups? Those problems often create urgency for your solution.
5. Has there been a change in company objectives?
Acquisitions, divestitures, new strategies—these shifts signal opportunity. When a company changes direction, their needs change, too. That’s your chance to align your solution with their new priorities.
6. Is there a regulatory change?
Industries live and die by regulation. A new law, a policy change, or even an international compliance issue can force companies to reevaluate their systems, suppliers, and partners. Be ready to step in.
7. Has their competitive landscape changed?
New competitors, new products, or market disruptions put pressure on your buyers. When their competition moves, they have to respond. That’s often when they call you.
8. Is there a new decision maker?
A new CEO. A new plant manager. A new economic buyer. Fresh leadership almost always shakes things up. Watch for leadership changes in your accounts—they often reset buying priorities.
.9 Is there a major change occurring in the company?
Big investors pulling out. New capital being raised. A plant closing or operations moving overseas. Major change means rethinking suppliers and solutions. That’s when you need to be in the conversation.
10. Have they shown interest in insights from your company?
Are they attending your webinars? Visiting your booth at trade shows? Reading your reports or case studies? That’s more than curiosity—it’s a signal they’re thinking about you as a potential solution.
Time + Relevance = Buyer Intent
None of these signals by themselves guarantee a sale. But they’re all clues that intent is forming.
It comes down to time and relevance. Even if they have the need, is it the right time? And is your solution relevant to what matters most to them right now?
The tighter your ICP, the easier it is to spot these signals. Focus on one or two industries, and you’ll start to see patterns—and you’ll be ready to engage when the timing is right.
How to Sell the Benefit of Ownership
The 90s are calling, and they want their phrase back. Total cost of ownership? That’s old news. Today, it’s all about the total benefit of ownership.
Find episode #341 wherever you download podcasts!
How to Build Sales Relationships in 2025
w/ Jessica Robertson
As traditional playbooks become obsolete, Jess underscores the need for businesses to deeply understand their Ideal Customer Profile (ICP) and adapt to the evolving landscape by prioritizing buyer intent and leveraging trusted connections.
Episode #342 is out now!
Copyright 2025, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
