Start with the evidence
Account intent is most useful when it helps a team decide where to look next. Read the underlying website activity before drawing a conclusion from a label or score.
Which service pages were explored? Was there a return visit? Did the activity include a relevant case study? These observations help frame useful account questions. They do not reveal a confirmed buying decision.
Combine interest with account fit
A high level of activity from an organisation outside your audience may be less useful than a smaller amount of focused activity from a good-fit account. Check the company, its sector and your existing relationship alongside the pages viewed.
- Sales: research the account and bring relevant service context into an appropriate conversation.
- Marketing: check that the pages receiving attention make expertise and next steps clear.
- Both teams: agree what deserves review and what needs more context.
Use scores as a review aid
Hoosit’s account intent brings engagement signals into explainable scores and labels. The reasons behind a score matter because they let a person assess the pattern and decide whether it is relevant.
A score is a guide to account review. It is not a percentage probability of purchase, a confirmed opportunity or proof of an individual’s intent.
When sharing an account, include a short evidence note such as “returned to the strategy service and viewed a sector example”. That is more useful than forwarding a score without explanation.
Agree a proportionate next action
Choose an action that fits the relationship and the evidence. You might review an existing account, prepare relevant questions, improve a service page or keep watching for a clearer pattern.
Company matches can be incomplete or incorrect. Return activity does not prove that the same person visited again. Keep human judgement in the decision and avoid treating website engagement alone as a reason for an intrusive approach.
