Intent Data & Lead Scoring

Bathrinath Chandrasekaran

Or as I like to think of it—“Minority Report” for Marketing Ops.

In Marketing Ops, predicting buyer behaviour isn’t science fiction—it’s strategy. At 6sense, we use intent data and lead scoring to spot signals early, prioritise the right accounts, and help our GTM teams focus where it matters most. 

Here’s how we make it work: 

✅ Intent Data That’s Actionable 
We tap into 6sense’s powerful intent signals to identify which accounts are actively researching topics relevant to our solutions. It’s like having a radar for buyer interest—before they even hit our site. 

✅ Custom Scoring Models 
We’ve built tailored lead scoring frameworks that combine intent, engagement, and firmographic data. This helps us surface high-potential leads and route them to the right teams at the right time. 

✅ Sales & Marketing Alignment 
Scoring isn’t just a number—it’s a conversation starter. We work closely with sales to refine scoring logic and ensure it reflects real-world buying behaviour. 

✅ Feedback Loops for Optimisation 
We continuously review scoring performance and adjust based on conversion data. Because what worked last quarter might not work today. 

✅ Operational Efficiency 
All of this is automated and integrated into our CRM and marketing platforms—so the insights flow seamlessly into workflows. 

 

🎬 Just like in Minority Report, we’re not waiting for leads to raise their hands—we’re anticipating their moves and enabling our teams to act with precision. 

💬 How are you using intent data or lead scoring in your org? 
Drop your thoughts, wins, or challenges in the comments. I’d love to hear how others are approaching this—and maybe feature your ideas in a future post. Let’s learn together!