Ask any experienced investor, and they’ll tell you: You can’t time the market. The same goes for sales—you can’t perfectly time every reachout. But timing still matters. With the right signals, you can connect with prospects when they’re more likely to engage. That said, don’t rely solely on timing—especially if you’re selling a high-ACV product. Building a solid pipeline is just as important.
Why Timing Helps (But Isn’t Everything)
Intent signals are digital breadcrumbs—someone visits your pricing page, downloads a whitepaper, or engages with your content. These actions can indicate interest, but not always. Some visitors are just browsing. Others might be interested but lack decision-making authority. And sometimes, intent data isn’t accurate.
This is why timing works best when paired with relevance. Instead of saying, "Looks like you visited our competitor’s page" (which feels intrusive), focus on differentiators. If they explored competitor solutions, highlight what makes yours unique. If they checked pricing, emphasize ROI. If they reviewed features, lead with what solves their pain points.
The Three Types of Intent Signals
Tracking intent signals helps you reach out at the right time. These signals come from different sources:
- First-party signals are collected from your digital properties—website visits, webinar attendance, or content downloads. Tools like RB2B, Factors, and LeadFeeder help track these interactions.
- Second-party signals come from partnerships and shared platforms. For example, G2 and LinkedIn Sales Navigator’s Buyer Intent feature can show who’s engaging with your company page or researching solutions like yours.
- Third-party signals are collected from external sources. Platforms like Bombora and ZoomInfo monitor company-level intent across the web, though accuracy can vary.
Some tools identify specific individuals (with mixed accuracy), while others show only company-level intent. Either way, don’t skip your prospecting process—always ensure prospects match your ICP. Timing doesn’t matter if you’re targeting the wrong people.
Using Intent Data for Smarter Messaging
Intent data should inform—not dictate—your messaging. Avoid being too obvious about what you know. Instead, tailor your message to what the signals suggest:
- Competitor research: Highlight your key differentiators without mentioning competitors directly.
- Pricing page visits: Emphasize ROI and how your solution delivers long-term value.
- Feature exploration: Focus on the features that solve their likely challenges.
Personalization goes beyond using a first name. It’s about aligning your message with what the prospect cares about, making your outreach feel relevant rather than random.
How AI SDRs Help Automate Timing
This is where AI SDRs come in. They can monitor intent signals at scale, analyzing patterns from website visits, competitor research, and social media engagement. Instead of manually tracking these signals, AI SDRs automate the process—helping you reach out before competitors do.
For example, if a company visits your pricing page multiple times within a week, AI SDRs can flag this as a high-intent opportunity. If a decision-maker engages with industry content related to your solution, the system can suggest timely outreach.
Balancing Timing and Consistency
While timing can boost your chances, it’s only one piece of the puzzle—especially for high-ACV products. Building a pipeline requires consistent outreach and nurturing. Intent signals can help you prioritize efforts, but they don’t replace regular prospecting.
Conclusion
So, can you time your reachout? Sometimes. Intent signals and AI SDRs make it easier to catch prospects at the right moment. But don’t rely on timing alone—especially if you're in a high-ACV market. Consistent, relevant outreach combined with timely messaging is what drives sustainable growth. And always remember: No matter how good your timing is, reaching the right people within your ICP is what truly matters.
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