Lead Generation
Finding and qualifying prospects by searching for public signals of buying intent.
The problem
Buying intent often shows up publicly before a prospect ever fills out a contact form — a company announcing a new initiative that implies a need, a job posting for a role your product supports, a public complaint about a competitor — and a sales team scanning for these signals manually can only cover a fraction of their target list.
How the workflow is built
Per-account or per-segment queries combine a target company or persona description with intent-indicating terms (a specific pain point, a competitor name, a relevant hiring signal), run on a recurring cadence against a target account list, with hits routed to a sales rep for qualification rather than auto-actioned.
Example queries
"[target company]" hiring "[relevant role]""[competitor product]" complaint OR alternative"[industry]" company announces expansion 2026
Pitfalls to watch for
- A search-surfaced signal is a hypothesis about intent, not confirmed interest, and treating every hit as a qualified lead produces noisy pipeline that erodes sales trust in the tool over time — qualification still needs a human or a more rigorous scoring step.
- Company name ambiguity (subsidiaries, similarly-named unrelated companies, rebrands) causes a meaningful share of false-positive account matches at scale, and needs explicit entity resolution against a canonical account list.
- Over-scraping the same target accounts' public presence repeatedly can be perceived as aggressive or raise data-privacy questions depending on jurisdiction, so query frequency and what's logged both deserve deliberate limits.